Leadership in Sales Performance Management

Christopher W. Cabrera

Founder, President and Chief Executive Officer

Christopher Cabrera is a seasoned executive with more than two decades of successful senior management experience at both early-stage and public companies. At these companies, he has managed sales, marketing, operations and business development.

Mr. Cabrera is a noted industry expert in issues relating to sales performance management, sales compensation, and enterprise and on-demand/software-as-a-service delivery models. He was recently named the 2011 “Alumni Entrepreneur of the Year” by the Lloyd Greif Center for Entrepreneurial Studies at the USC Marshall School of Business.

Cabrera is the co-author of Xactly Sales Compensation for Dummies(Wiley Publishing, 2006), as well as a contributing writer to such industry publications as Selling Power Magazine, destinationCRM.com, BusinessFinance, and SandHill.com . Mr. Cabrera speaks frequently at leading industry forums and events, such as salesforce.com’s Dreamforce end-user and developer conference  and the Software Information Industry Association (SIIA) OnDemand Conference .

Prior to founding Xactly Corporation, Mr. Cabrera was the senior vice president of operations for Callidus Software (NASDAQ: CALD), an on-premise incentive compensation management company. At Callidus, he was responsible for the execution of worldwide sales and marketing strategies, customer advocacy, and strategic alliances with companies such as IBM, Accenture and Deloitte. Under his leadership, the company acquired more than 100 customers, contributing to the growth of annual revenues from zero to greater than $75 million and a successful IPO in 2003 raising more than $70 million.

Before joining Callidus Software, Mr. Cabrera ran North American channel sales at Silicon Graphics (NYSE: SGI), a UNIX hardware and software vendor.

Mr. Cabrera earned a bachelor of science degree in business administration with an emphasis in entrepreneurship from the University of Southern California (USC) and a master’s degree in business administration from Santa Clara University. Today Mr. Cabrera is the Chairman of the Board for USC Marshall Partners, Northern California. He is also on the Advisory Board for Santa Clara University's Center for Innovation and Entrepreneurship (CIE).

L. Evan Ellis Jr.

Chief Operating Officer

Evan Ellis is responsible for ensuring that the customer experience with Xactly is an outstanding one. His team includes Engineering & Product Management, Professional Services, Customer Support & Success, Data Center Operations & IT, Data Security & Privacy, and Business Development.

Mr. Ellis' rich experience in high technology sales, marketing and general management includes senior leadership roles in several high-growth companies. Prior to joining Xactly, Mr. Ellis served as COO at Serena Software (NASDAQ: SRNA; later taken private by Silver Lake Partners) where he was responsible for all customer-facing activities. During this tenure, Mr. Ellis was instrumental in more than doubling Serena's revenues, achieving operating margins of 35 percent, and consistently exceeding Wall Street expectations.

Previous roles included President and COO of on-demand Internet commerce pioneer CyberSource (NASDAQ: CYBS; later acquired by VISA) during its successful IPO and secondary offerings. Before joining CyberSource, Mr. Ellis held a succession of executive positions at Silicon Graphics (NYSE: SGI) including senior vice president, Marketing and senior vice president, Americas in charge of a 1600-person field force and achieving $1.7 billion in annual revenue. Mr. Ellis began his career at IBM Corporation (NYSE: IBM), serving in a variety of sales and sales management positions, including the post of assistant to the senior vice president and General Manager of US Market Operations.

Mr. Ellis holds a Bachelor of Science degree in Economics from the University of California, Los Angeles (UCLA).

Satish K. Palvai

Co-Founder and CTO

With a proven track record for executing and delivering highly scalable, enterprise-level products, for over 10 years Satish Palvai has successfully built both world-class software products with J2EE and Internet technologies and strong technical teams.

Previous to founding Xactly Corporation, Mr. Palvai headed core technology development as a senior member of the Callidus Software (NASDAQ: CALD) engineering team. Prior to this role, he spearheaded implementing a software engineering process at LookSmart (NASDAQ: LOOK) that improved the effectiveness of the development organization.

Mr. Palvai earned a master's of science in computer science from Kansas State University and a bachelor's of science in computer science from Karnatak University in India.

Joe Consul

CFO

Joe Consul is a proven finance leader with significant experience guiding growing companies. Mr. Consul brings to Xactly more than two decades of tech finance and operations experience, completing $0.5 billion in private and public equity transactions during that time.

Prior to joining Xactly, Mr. Consul was CFO at LogLogic and Everdream, both SaaS companies he helped guide through strategic financing processes that culminated in acquisitions. Before that experience, Mr. Consul was the financial leader at Arcot Systems, where he supported a 60 percent growth rate while improving margins. Mr. Consul also managed the IPO and secondary offering processes while CFO at Tumbleweed Communications.

Mr. Consul earned his MBA at the University of Southern California's Marshall School of Business and his BS in Business Administration from San Jose State University.

Scott Broomfield

General Manager, SMB

Scott Broomfield brings more than twenty-five years experience in leading highly-talented and innovative entrepreneurs in developing cloud-based software solutions.

Presently, he is the SVP and General Manager of Xactly's Express division and is responsible for building Xactly's business for companies with under 500 employees. Before his GM role, Scott was the CFO of Xactly. Previous to Xactly, Scott was CEO and Co-Founder of Veeple, a cloud-based, interactive on-line video business. Before Veeple, he was a managing director at Sand Hill Management Partners, a small Venture firm in Palo Alto, CA investing in online security businesses. During 2004 and 2005, Scott ran CALLIXA, an early SaaS company focused on Enterprise Information Integration (EII) software company that he sold to SAP. From 2001 through 2004, he led Visuale, a private, Business Process Management Software (BPMS) company that he sold to Onyx Software. From 1998 through 2001, he led Gupta Technologies, a $50M public software company, where he was recruited to turn around the business. Scott successfully repositioned Centura in the wireless enterprise computing market and accomplished a ten-fold capital return to its major investors, before selling the business in 2001. From 1989 through 1997, he was a principal with Hickey & Hill, Inc. a business re-engineering and turnaround management firm. 

Scott holds a MBA from Santa Clara University and is currently a Board of Trustee for the Los Gatos Union School District and is on the Board of Directors of Sustainable Life Media.

Steve De Marco

Vice President, Corporate Sales

Steve DeMarco is responsible for Xactly Corporation's Sales Organization. Mr. De Marco brings nearly two decades of high technology sales, sales management, business development, and solutions consulting experience to Xactly Corporation.

Previously, Mr. DeMarco served as managing director of Sales at Callidus Software (NASDAQ: CALD), an early pioneer of on-premise enterprise incentive compensation management systems to global companies. As managing director of sales, Western Area and Asia Pacific he was responsible for greater than 100% growth year over year, while selling to Fortune 100 companies. He was named to the President's Club in 2002 and 2003, and named Managing Director of the Year in 2002. Mr. De Marco also was responsible for business development at Callidus Software.

Additional executive positions include vice president of worldwide sales at Influence Software, a pioneer in analytics software (since acquired by Informatica Corporation [NASDAQ: INFA]). Prior to joining Influence, Mr. DeMarco was product sales manager for Adaptec, Inc. (NASDAQ: ADPT), where he was responsible for managing a worldwide sales team and distribution channels for the RAID controller product line.

Earlier in his career, Mr. DeMarco held a variety of sales and sales management positions at SGI, also known as Silicon Graphics, Inc. (OTC: SGID), where he was named to the President's Club for four consecutive years, 1993-1996.

Mr. DeMarco began his technology career with Andersen Consulting, now Accenture (NYSE:ACN). He received a bachelor's of science degree in industrial engineering with an emphasis in systems design from Cal Poly-San Luis Obispo.

Jim Kirby

Vice President, Enterprise Sales

Jim Kirby is responsible for Xactly Corporation's Enterprise Sales Organization leading the sales effort in North America and EMEA. Mr. Kirby joined Xactly in 2006 and successfully launched the company's eastern US operations.

Mr. Kirby has more than two decades of sales and sales leadership experience. Prior to joining Xactly, helped Global 360 (Open Text), Selectica, PeopleSoft and the Baan Company grow through robust sales efforts. Mr. Kirby was also an early CRM believer, beginning his high tech career with CRM pioneers Aurum Software and SNAP Software.

Mr. Kirby is a graduate of Massachusetts College of Liberal Arts.

Bernard Kassar

Vice President, Customer Success and Support

Bernie Kassar is responsible for Xactly’s global customer support operations and customer-success initiatives. 

With extensive experience in customer advocacy, business development, field marketing and sales, Mr. Kassar brings to Xactly proven expertise in driving customer satisfaction and ensuring the company’s high customer renewal rates. Prior to joining Xactly, Mr. Kassar was at Endeca Technologies were he initiated and led strategic business development for its Accenture partnership. Before Endeca, he was at Callidus Software in a variety of leadership positions, including senior director of business development/global alliances and director of customer advocacy/field marketing. While at Callidus, he built its customer advocacy program from the ground up, contributing to increased follow-on sales and client services revenues, and established major sales pipelines through top strategic partners, including Accenture and SAP.

Previously, Mr. Kassar held sales executive positions with Compuware and Adams Systems, where he also served as business development manager. He began his career with Deluxe Corporation as a leading outbound-telesales consultant. Mr. Kassar holds a bachelor of science degree in Speech Communications/Rhetoric from the University of Minnesota.

Desta R. Buchowski

Vice President, Product Management

In Desta Buchowski's 10 years in sales and marketing for software organizations, she has been responsible for product management, product marketing, analyst relations, marketing communications, OEM partnerships and technical sales. Ms. Buchowski has worked as both a team leader and an individual contributor at large and small software development organizations, defining and managing products from inception through end-of-life. She has proven successful in managing, capturing and presenting requirements and concepts to different audiences from the executive to the end user.

Prior to joining Xactly Corporation, Ms. Buchowski was director of product management at Callidus Software (NASDAQ: CALD), a leading provider of enterprise incentive compensation management systems to global companies. Previous to this role, she was director of product marketing and management at Selectica (NASDAQ: SLTC), a provider of enterprise configuration and pricing solutions. Ms. Buchowski also brings technical sales and marketing experience from Parametric Technology Corporation (NASDAQ: PMTC), where she led product management for the Simulation Products Division.

Ms. Buchowski holds a bachelor's of science degree in mechanical engineering from the University of Minnesota.

Ron Rasmussen

Vice President, Engineering

Ron Rasmussen brings more than two decades experience – including work with geo location and social CRM software, as well as SaaS and on-premise products – to the role of vice president of engineering for Xactly.

Mr. Rasmussen comes to Xactly from Quova, acquired by Neustar (NYSE:NSR), where he served as VP of engineering and oversaw the engineering, data center operations, research and product delivery. Prior to Quova, Mr. Rasmussen held the role of VP of engineering at Lithium Technologies and was CTO and VP of engineering at KnowNow, an early entrant to the Enterprise 2.0 market. In 1999 Mr. Rasmussen was an early adopter of the SaaS multi-tenant product delivery model as SVP Engineering and Operations of Digital Impact, an early entrant in the online direct marketing for Global-1000 enterprises. He started his career at Hewlett-Packard, where he held a variety of senior engineering positions.

Mr. Rasmussen holds both a B.A. in Computer Science and a B.A. in Economics from the University of California, Santa Cruz.

Brad Compton

Vice President, Professional Services

Brad Compton oversees Xactly’s professional services operations, managing all aspects of implementing Xactly’s suite of sales performance management (SPM) applications, and delivering expanded business value to new and existing clients.

An industry veteran, Mr. Compton brings 10 years of sales compensation management and consulting services expertise to Xactly engagements, coupled with wide-ranging experience in managing both internal resources and relationships with partner organizations to ensure successful SPM deployments. An expert at building successful services-delivery teams, he possesses an extensive track record for taking complex SPM/ICM projects from concept to completion.

Before joining Xactly, Mr. Compton served at Callidus Software in a succession of management roles, including directing all customer-consulting services. Prior to that, he was a finance operations manager and financial analyst with Hewlett Packard, and began his career at NEC Electronics.

Mr. Compton holds a bachelor of arts degree from Villanova University and a master’s degree in business administration from San Jose State University.